Illuminating Negotiations

Illuminating Negotiation: Insights and Strategies for Real Success

In negotiations, insight is the key to finding solutions that endure.

Rather than toggling between hard-driving tactics or mere accommodation, current classic negotiation literature suggests a better way: principled negotiation that focuses on separating people from problems, exploring interests behind positions, generating win–win options, and using objective criteria to guide agreement.

This method—championed by Fisher, Ury, and Patton in Getting to Yes—is now reinforced by modern research on adaptability, empathy, and strategic silence, which can open space for reflection and discovery of creative value in any negotiation.

Negotiators today must stay flexible, mindful, and above all, purposeful in forging outcomes that serve all stakeholders.

Here’s a link: Principled Negotiation from Harvard’s Program on Negotiation.